A detailed guide to handling all types of business, industrial relations or diplomatic negotiations. Based on a practical four-phase framework - prepare, discuss, propose and bargain - this edition has been updated to include new case studies and checklists of common mistakes. New chapters on commercial and industrial negotiation, as well as a review of all aspects of strategy and tactics are included in order to help set up and close a deal as quickly and effectively as possible.
- ISBN10 0091688914
- ISBN13 9780091688912
- Publish Date 16 April 1987 (first published 19 May 1980)
- Publish Status Out of Print
- Out of Print 10 August 2021
- Publish Country GB
- Publisher Cornerstone
- Imprint Random House Business Books
- Edition 3rd Revised edition
- Format Paperback
- Pages 240
- Language English